86% of high-performing dealers have a service-lane acquisition process. 72% of everyone else does. Fourteen points, and it is one of the cleaner separations in the study.
Read the gap carefully
The interesting number is not the 86. It is the 72. Most stores already have a process. Having one is close to table stakes, so the difference between the top performers and the rest is not whether the process exists on paper.
It is whether the process runs on every car or only on the ones somebody remembered. A process that depends on an advisor with four ROs open and a customer in the lounge is a process that runs when the day is slow. The days that matter are never slow.
Everybody has a process. The separation is whether it runs when the store is busy.
What it is worth
A service-drive acquisition is the cheapest unit a dealer can get. No buy fee, no transport, no bidding against the store two towns over, and the known history takes real risk out of recon. That is margin that shows up on the front, and it is decided the moment you buy the car rather than ninety days later when you are repricing it.